This international sales organization had a need for the entire organization to approach the US, Asian, Latin American and the Middle Eastern markets in a cohesive manner  and develop a cohesive sales force (and support functions) approach while acknowledging and catering to the inherent differences as well.  The challenge was to take the fact they had become good at product, territory management, budgeting time etc. and actually understand what it would take for their customers to use our product.  They simply had not been able to push the boulder over the top of the hill.

 

 

C7G’s approach was to implement the Catalyst 7 System, teaching them they could use our Relationship Development materials to approach various markets with pointed product messages and uses. Most importantly however, was teaching how to leverage their technical knowledge and management skills with this system in order to get to that next level.

We implemented a 2 day workshop with their internal and external sales people followed up with one on one meetings both in person and the phone.  We also were invited to sales meetings to refresh and motivate.

The Catalyst 7 system re-framed their approach from transactional to relational by teaching their sales team how to understand their clients’ business and personal agendas and how what they have to offer could help them reach those objectives. 

 

The end results were impressive. Sales increased significantly, the sales force was motivated and focused and their approach was not dependent on the markets, competitors product offerings or pricing.

This approach not only resulted in increased sales but also developed a well of good will.  Clients are less likely to leave over mistakes. Clients now look at the value of the whole relationship and don’t jump ship over minor pricing differences. Clients know they are valued and valued that immensely.

The field force now has a way to approach clients and prospects consistently and professionally.  They do not have to worry about short term pricing or product issues.  They are able to approach their markets with confidence that they can help their customers in any situation.  This has resulted in more productivity, less complaining and a happy motivated group of individuals.

 

High-Tech Strategic Business Unit on West Coast (U.S.) was in danger of losing key accounts: 8 out of 10 of their largest client contracts were coming up for “re-compete”. 7 of the 8 clients would not give them a positive reference, and 7 of 8 contracts were in danger of expiring with no renewal business.

 

Engaged Executive Relationship Building Training for everyone who had client-facing responsibility

 

All 8 contracts were renewed. Customer Satisfaction ratings moved to “excellent” status in 6 of the 8 clients

 

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Sales force who pursued enterprise level deals, “Mega-Deals”, was getting little to no executive access and exposure to “C” suites of their clients.

 

Engaged in Executive Relationship Training and development

 

• “C” level exposure increased 65% in year 1
• “C” level exposure increased to 80% by end of year 2
• Resulted in “Mega-deals” totaling $1.3 Billion in Total Contract Value in 2 year period

 

Sales and Service teams were not being allowed in to high-level business planning and conversations of their clients, being viewed as product peddlers.

With accelerated technological advances came globalization and the accelerated commoditization of products and services, increasing prices and shrinking profit margins. They were looking for a new way to differentiate themselves.

 

Engaged in Relationship Development and Strategic Relationship Account Planning

 

Executive exposure increased 40% in first year.